Communication system and method between a home buyer, seller, strategic business source, and lender

ABSTRACT

A computerized system and method are presented for exchanging information between a buyer, a seller, a lender, and a strategic business source. The system permits sellers, lenders and strategic business sources to input buyers that are then submitted for activation. The buyers use the system to obtain information about items, while the sellers, lenders, and strategic business sources make consistent contact with the buyer in order to work with the buyer. Information about the buyers is shared with the sellers, lenders, and strategic business sources. A business plan is input into the system for the financial institution employing the lender while another business plan is input for the seller institution employing the seller. Activity on the computerized system is calculated for compliance with the business plan. Feedback is provided to management relating to whether the business plan is being met.

RELATED APPLICATIONS

This application is a division of application Ser. No. 13/346,132, filedon Jan. 9, 2012, which in turn is a division of application Ser. No.11/999,299, filed Dec. 4, 2007 (now U.S. Pat. No. 8,095,457). Thisapplication is related to application Ser. No. 11/403,385, filed on Apr.12, 2006, which is a continuation-in-part of U.S. patent applicationSer. No. 10/187,207, filed on Jul. 1, 2002 and which itself claimedpriority to U.S. Provisional Patent Application No. 60/359,804, filedFeb. 26, 2002. Each of these related applications is hereby incorporatedby reference.

FIELD OF THE INVENTION

The present invention relates to the field of automating real estatesales contacts. More particularly, the present invention relates to asystem for managing loan officers and lending institutions thatparticipate in an automated system for communicating between a buyer, aseller, a lender, and a strategic business source.

BACKGROUND OF THE INVENTION

Typical real estate related web sites of the prior art provide for realtime home searches based on a set of input search criteria. When suchsites are used to manage contacts with a potential home buyer, the siteis designed from the point of view of the agent. The agent is in chargeof the relationship with the customer, and is responsible forrecommending to the customer other professionals who may assist in thehome purchase transaction. In other words, prior art web sites thatallow customer development and communication focus on the agent. Noeffort is made to integrate the lender.

A method of providing information to a real estate buyer exists in theprior art that does allow some interaction between a buyer, a seller,and a lender. However, this prior art method is not computerized. Inthis method, the real estate agent takes information from a buyerregarding the buyer's preferences for purchasing a home and the buyer'scontact information. The agent then provides this information to alender. The lender will then certify the buyer based on the buyer'spurchasing ability and forward the buyer's preferences and authorizedprice range to an administrator who manages a network of lenders. Basedon this information, the administrator mails the buyer a listing ofhomes within the buyer's price range and matching the buyer'spreferences. The administrator follows-up with the buyer, as does theagent and the lender. Contact is made typically in person, over thetelephone, and through the mail. The administrator prompts the agent andlender to contact the buyer periodically by sending them a list ofcontact information that includes a suggestion as to which prospectivebuyer should be contacted by them at that time. No automated methodexists that allows buyers to access real estate information whilefurther providing an automated ability for a buyer, seller, and lenderto communicate with each other.

SUMMARY OF THE INVENTION

The present disclosure is directed to a computerized system and methodfor exchanging information between a buyer, a seller, a lender, and astrategic business source. The present system and method permits aseller to enroll buyers and easily focus sales efforts at buyers whomight not yet be ready to purchase. The system also providesopportunities for lenders and strategic business sources to enrollbuyers. The system and method seamlessly integrate lenders, permittinglenders to participate earlier in the buying process. Also, the systemand method helps educate and develop buyers, and provides for morepersonalized contacts with the lender, the seller, and any strategicbusiness source during the earlier stages of the buying process.Finally, the system and method allows managers to track the performanceof those entities and individuals that they manage against the businessplan.

A computerized method for exchanging information between a buyer,seller, lender, and strategic business source is disclosed. Thecomputerized method shares buyer-specific information between theseller, the lender, and the strategic business source. Such informationcan include buyer-specific preferences, and notes about and impressionsof the buyer. The computerized system also generates item-informationfor the buyer based on the buyer-specific information. The iteminformation can include a list of items meeting the buyer-specificpreferences and a detailed description of each item on the list. Thelender helps to develop a range of items the buyer can afford. Thecomputerized system also monitors buyer activity related to the iteminformation. For example, the seller and lender are able to view, basedon the buyer's use of the computerized system, what items have caughtthe interest of the buyer. The seller and lender are able to focus theirefforts based on this information. Also, the computerized system managesseller, lender, and strategic business source contacts with the buyer.For example, through a series of prompts, the seller, lender, andstrategic business source can be alerted as to when to contact the buyerfor follow-up based on information such as buyer's activity. In sodoing, the system helps manage contacts with the buyer to help eliminateredundant communication and to move the buying process forward.

Financial institution managers are able to track whether individuallenders are fulfilling their obligations relating to client contacts.Furthermore, these managers are also to determine the performance of abranch or organization as it relates to certain goals that have beenestablished as part of business model or planning tool. Finally,managers of real estate agents are able to compare the performance ofthose agents against goals established by the real estate agentorganization.

BRIEF DESCRIPTION OF THE DRAWINGS

FIG. 1 is a block diagram of the computerized system of the presentinvention and its communications with a buyer, a seller, and a lender.

FIG. 2 is an alternative embodiment of the present inventionincorporating strategic business sources in addition to buyers, sellers,and lenders.

FIG. 3 is a schematic representation of financial institution hierarchy.

FIG. 4 is a table showing the primary features of a prior art businessmodel for financial institutions.

FIG. 5 is a block diagram of a management interface into the system ofFIG. 1.

FIG. 6 is a block diagram of the organization tool interface found inthe management interface of FIG. 5.

FIG. 7 is a block diagram of a lender list that is shown in FIG. 6.

FIG. 8 is a block diagram of a seller list that is shown in FIG. 6.

FIG. 9 is a block diagram of a strategic business source list that isshown in FIG. 6.

FIG. 10 is a block diagram of the planning model tool interface found inthe management interface of FIG. 5.

FIG. 11 is a table showing a business-model planning tool for sellerinstitutions used by a first alternative embodiment of the presentinvention.

DETAILED DESCRIPTION OF THE INVENTION

Basic Configuration

FIG. 1 shows a block diagram showing a buyer 20, seller 30, and lender40 that are connected through a computerized system 10. The buyer 20 caninclude anyone generally interested in an item, regardless of whetherthat person or entity will actually acquire or own the item. Examples ofa buyer 20 can include an individual actually interested in acquiringthe item to be sold, an individual merely curious about the item, arepresentative of an individual who is interested in acquiring the itemto be sold, and so on. Similarly, the seller 30 in the context of thisdisclosure has broad meaning and can include anyone who furnishes thebuyer 20 with the opportunity to purchase the item. Examples of a seller30 can include the current owner of the item, a representative or agentof the owner such as a real estate agent, someone such as a buyer'srepresentative who provides the buyer with the opportunity to purchasethe item, or the like. A lender 40 is anyone who can provide access tofunds, whether it is for debt or equity. Examples include banks, loanofficers, venture capitalists, or the like. In the embodiment describedbelow, the seller is generally considered a real estate agent, the buyeris a prospective purchaser of real property, and the lender is a loanofficer. Of course, the scope of the invention is not limited to thedisclosed examples, but rather is defined by the appended claims.

The computerized system 10 includes a set of instructions and/orinterfaces embodied on a computer readable medium for execution on adigital processor. One example is a computer program stored on a memorydevice, such as a hard drive or some form of programmable read onlymemory device. This example also includes at least one processor foroperating the computer program. Alternatively, the computerized system10 could be a network of computers all operating according to theinstructions of the computer program. The buyer 20, seller 30, andlender 40 preferably communicate with the computerized system 10 througha wide area network such as the Internet.

The computerized system 10 is capable of storing information about allof the parties 20, 30, 40 that use the system 10. In the preferredembodiment, this information is stored in a database system operating onone or more computers. The information stored about the parties 20, 30,40 can be set according to pre-defined fields in a database table (ordatabase objects in an object-oriented database environment). In thepreferred embodiment, the type of information stored about each party20, 30, 40 (i.e., the system “profile” for each party) is flexible, andcan be varied depending on the needs of the users. For instance, aparticular lender 40 (or lending institution) may wish to trackparticular information about their buyers 20 that is not desired byanother lender 40. For example, one lender may wish to track a buyer'scurrent interest rate on their existing mortgage loan for the purpose offuture advertising campaigns, while another lender may not desire totrack this information. The system 10 is flexible enough to allow thesevariations.

Communications with the Buyer

Overview

The purpose of the computerized system 10 is to provide item information11 to the buyer 20 based upon buyer specific information 12 stored inthe system 10. At the same time, the system 10 allows the seller 30 andthe lender 40 to simultaneously monitor and assist the buyer 20 in hisor her use of the system 10. For example, the seller 30 is able tocorrespond with the buyer 20 and lender 40 through the computerizedsystem 10, and to share notes 13 regarding the buyer 20 with the lender40. Similarly, the lender 40 can contact the buyer 20 and the seller 30and share notes 13 with the seller 30. The buyer 20 is able to contactthe seller 30 and lender 40, either to request information from each, orprovide information to each.

Each buyer 20 will be invited to participate in the system 10 by anotherparty, such as a seller 30 or lender 40. As the buyer 20 uses thesystem, the seller 30 and lender 40 will both stay in communication withthe buyer 20 to help them use the system 10, to make decisions about thebuyer's financial ability to purchase an item, and to complete an itempurchase. The purpose of this communication is to help encourage thebuyer 20 to use the seller 30 and/or the lender 40 to complete apurchase transaction. The primary benefit of the system 10 is tomaintain this contact with potential buyers 20 and thereby increase thenumber of buyers 20 that use their services.

Prompts

The present invention differs from other contact management systems inthat communications are managed and prompted by the system 10. Thesystem 10 controls the prompts so that the multiple partiescommunicating with a buyer 20 do not overwhelm the buyer 20 with toomany contacts 16, while also ensuring consistent communication with thebuyer 20 for each communicating party. The buyer contact managercomponent 14 monitors all communications with the buyer 20 made byeither the seller 30 or the lender 40. In the preferred embodiment, thebuyer contact manager 14 provides prompts 15 to the seller 30 and thelender 40 to make contact 16 with the buyer 20 on a weekly basis. Thisprompt might be a symbol, such as a pulsating black dot next to the nameof a buyer 20 on a list of buyers. Other methods of prompting includeproviding a list containing only those buyers 20 that the system 10 iscurrently prompting that seller 30 or lender 40 to contact. It is alsopossible that a communication with a buyer 20 will take place withoutanyone receiving a prompt 15.

To avoid overwhelming the buyer 20, the system 10 prompts only one ofthe sellers 30 and lenders 40 on a given week, and then prompts theother on the next week. In this way, the buyer 20 will receivecommunications only once per week, and the seller 30 and lender 40 willbe prompted when it is their turn to make the communication. In additionto prompting about communications with the buyer 20, the system 10 isable to periodically prompt lenders 40 to make contact 16 with sellers30. These types of lender-seller contacts 16 assist in creating a goodworking relationship between lenders 40 and sellers 30.

The person responsible for the contact can choose how to make thecontact—whether by phone, by e-mail, or another way. If the contact ismade by e-mail, the sender of the e-mail can choose to send a copy ofthe e-mail to the other parties responsible for communicating with thebuyer 20. In addition, form e-mails can be provided to aid in thecreation of the e-mail. When the e-mail is sent, the system 10automatically updates a communication history log, saves the e-mail forfuture reference, and removes the prompt. In the preferred embodiment,the prompt 15 is a symbol that appears next to a buyer 20 in a buyerlisting. This symbol is changed once the contact has been made, such asby placing a check mark over the symbol and by causing any animation(such as pulsing) to cease. If the contact 16 is made with the buyer 20by phone or by other means, the system presents an entry screen in whichthe contact particulars (date, time, location, etc.) and notes about thecontact 16 can be stored. This information is used to update the historylog, and the prompt 15 for that buyer 20 is then removed.

Shared Notes

In order for the communication 16 with the buyer 20 to be relevant anduseful to the buyer 20, the party 30, 40 that is making thecommunication will need information about the buyer's current status inevaluating items. Consequently, the system 10 tracks activityinformation and buyer notes 17 concerning the properties that the buyer20 reviews. By examining this information 17 and the notes 13 previouslycreated by both the seller 30 and the lender 40, the party 30, 40 makingthe current communication 16 will be informed about the current statusof the buyer 20 and can make relevant comments and suggestions.

The system 10 can record buyer notes 17 about the property, and willrecord the buyer's interaction with the system 10 for later review bythe seller 30 and lender 40. In addition, the system 10 is designed toallow sellers 30 and lenders 40 to input their own notes 13 about abuyer 20. These notes 13 can include notes actually written by theseller 30 and lender 40, as well as a communication log generated by thesystem 10 for each communication 16 tracked by the system. These notes13 will be shared with all entities in the system 10 that are workingwith that buyer 10, which include the seller 30 and the lender 40 in theembodiment shown in FIG. 1.

While searching the item information 11, the buyer 20 will likely desireto store certain items or properties in a notebook for later review. Thenotebook contains a subset of the items available through system 10 thatthe buyer 20 has individually selected. The buyer 20 uses the notebookto store items or properties that are of particular interest so that theproperties can be reviewed in detail at a later time. The notebook cannotify the buyer 20 about changes to any relevant information concerningthe selected items. Consequently, if the price for an item in thebuyer's notebook were to change, the system 10 could immediately notifythe buyer 20. The system 10 can also track these types of changes overtime, allowing the buyer 20 to see a log of all relevant changes to anitem as tracked by the system 10. It is contemplated that the buyer 20can create several notebooks to store more than one subset of items. Thebuyer 20 can delete a listing from the notebook at any time. Inaddition, the buyer 20 is able to add personal notes 17 to any item inthe notebook. In fact, the preferred embodiment allows the buyer 20 toadd notes to any item in the system 10, whether or not the item iscurrently within a notebook. The seller 30 and lender 40 are able toreview the notebook, as well as any buyer notes. 17

Strategic Business Sources

FIG. 2 shows an alternative embodiment of the present invention, inwhich the three main parties using the system 10, namely the buyer 20,seller 30, and lender 40, are joined by a fourth party, namely astrategic business source (or affiliate) 50. A strategic business source50 can be any party that may be of use to the buyer 20 in addition tothe seller 30 and lender 40, such as a home inspector or moving company.Alternatively, the strategic business source 50 may be any party whowould be willing to recommend that buyers 20 participate in the system10 with a particular lender 40. In the preferred embodiment, thestrategic business source 50 is not another seller 30 or lender 40.

In this embodiment, the strategic business source 50 is prompted by thecomputerized system 10 to contact the buyer 20 much like the seller 30and lender 40 are prompted. The above-described embodiment evenlydistributed prompts for contacting the buyer 20 between the seller 30and lender 40. However, this type of even distribution is not necessarywith every embodiment. For instance, in this alternative embodiment, thesystem 10 could be programmed to prompt the lender 40 to make everyother contact, while the seller 30 and strategic business source 50split the remaining contacts. For instance, the system could firstprompt the lender 40 to make the contact, then the seller 30, then thelender 40 again, and then the strategic business source 50, with thispattern repeating indefinitely.

In this embodiment, strategic business sources 50 are associated withparticular buyers 20, and could access information about the buyers 20their interface into the system 10. All parties 30, 40, and 50 wouldkeep and share notes with each other about the buyer 20. In addition,the buyer's interface into the system 10 will now include informationabout the strategic business source 50 as well as information about theseller 30 and lender 40.

Associations

FIG. 2 also shows the affiliations that are established by the system 10between each of the parties 20-50. These affiliations are shown inthick, solid lines using the format normally used for entityrelationship diagrams in database design. As shown in this diagram, eachbuyer 20 in the system is associated with a single seller 30 and asingle lender 40, while the sellers 30 and lenders 40 can be associatedwith multiple buyers 20. Each seller 30 in turn is associated with asingle lender 40, while a lender 40 can be associated with multiplesellers 30. Since each seller 30 using the system 10 is associated withonly a single lender 40, all buyers 20 brought into the system 10 by theseller 30 are automatically associated with that single lender 40.

In certain situations, some data in the preferred embodiment cannot beshared with a buyer 20 unless that buyer is associated with anauthorized agent 30. This may cause issues when a buyer 20 is enteredinto the system by a lender 40 before that buyer 20 has agreed to workwith any particular seller or agent 30. Consequently, the presentinvention may assign a default agent 30 that will be used wheneverbuyers 20 are entered into the system by the lender 40. The lender 40can override this choice at any time, but this technique assures thatall buyers 20 will be associated with an agent 30. In one embodiment,this default agent will be exceptional in that the system 10 will allowthe default agent to be associated with multiple lenders 40simultaneously.

As for strategic business sources 50, it is not necessary for anystrategic business sources 50 to be involved in the relationship betweenthe buyer 20, seller 30, and lender 40. Consequently, FIG. 2 shows thatit is always possible to have zero strategic business sources 50associated with a party. Furthermore, it is possible for each buyer 20,seller 30, and lender 40 to be associated with multiple strategicbusiness sources 50. Each strategic business source 50 can be affiliatedwith only a single lender 40. In this way, all buyers 20 entered intothe system 10 by the strategic business source 50 will automatically beassociated with the lender 40 affiliated with the strategic businesssource 50. It is also possible, but not required, that a strategicbusiness source 50 be associated with a particular seller 30. If so, thebuyer 20 entered by the strategic business source 50 will also beaffiliated with that seller 30. In this way, the lender 40 indirectlybenefits by strategic business sources 50 that are recruited to join thesystem by a seller 30, since all new buyers 20 generated by thestrategic business source 50 will be affiliated with both that seller 30and that lender 40.

In yet another alternative embodiment (not shown in FIG. 2), a strategicbusiness source 50 may be allowed to affiliate with multiple relatedlenders 40, such as different loan officers 40 working for the samelending institution. In this case, the strategic business source 50 mustselect a single lender 40 to be associated with any buyers 20 enteredinto the system 10 by the strategic business source 50.

Activations

In order to ensure that the lender 40 and the buyer 20 communicate witheach other, the preferred embodiment of the system 10 does not allow thebuyer 20 to utilize the system 10 until the lender 40 submits the buyer20 to system 10 for activation. Typically, submission for activationwill occur only after the lender 40 has participated with the buyer 20in setting a comfortable price range for items searched for on thesystem 10. When new buyer specific information 12 is entered into thesystem 10, the alerter 18 alerts sends an alert 19 to the lender 40 tonotify the lender 40 that a new buyer 20 is awaiting activation. When alender 40 logs into the system, a list of buyers 20 awaiting activationwill appear, together with each buyer's corresponding seller 30 and anycorresponding strategic business source 50. In the preferred embodiment,each buyer 20 in the list of buyers awaiting activation will contain alink to a page where the lender 40 can continue submitting a selectedbuyer 20 for activation. The link will access a page that includesbuyer-specific information 12 and the seller's notes 13 regarding thebuyer 20. Alternatively, the lender 40 may elect to directly enter buyerinformation into the system 10. Either way, the lender 40 is allowed tocreate notes 13 regarding the buyer 20 that the seller 30 and lender 40can review at a later time.

The lender 40 will next select whether to reject, amend or submit thebuyer 20 for activation. This decision can be based on financialinformation, price range, or both. If the buyer 20 is financially unableto purchase at this time, the lender 40 can cancel the buyer 20 therebypreventing any further access to the system 10 by the buyer 20.Alternatively, the “cancel” step could simply leave the buyer 20 pendinguntil financial issues are resolved or further information is received.The lender 40 can also amend the search criteria stored in the buyerspecific information 12, such as raising or lowering the maximum priceof the item based on the buyer's financial information. After amendingthis information, or after choosing not to amend such information, thelender 40 can submit the buyer 20 for activation. The lender 40 thensaves the activation submission and awaits official activation of thebuyer 20 by system 10.

Amending Search Criteria and Re-Enrollment

Once the buyer 20 is activated, the system 10 will generate iteminformation 11 for the buyer 20 about items available for purchase. Thefinancial parameters established by the lender 40 can be used to controlthe properties available for search on the real estate listingsdatabase. For instance, if the buyer is qualified to buy properties onlyto a specific price point, the system 10 can refrain from presentingitem information 11 to the buyer 20 for more expensive items. If thebuyer 20 wishes to increase this price point for any reason, the buyer20 will communicate with the lender 40 to request this change. The iteminformation 11, the amended buyer-specific information 12, and thelender's notes 13 about the buyer 20, are also made available to theseller 30 at this time.

For each activated buyer 20, the lender 40 may be given the opportunityto cancel the buyer 20. In addition, if the system permits only alimited enrollment period, the buyer detail page 190 may allow thelender 40 to re-enroll the buyer 20 for a new period. If the enrollmentof the buyer 20 has expired, the buyer 20 may not be able to access hisor her search results or notebook until the lender 40 re-enrolls thebuyer 20. A buyer 20 may also request a change in their data, such as anincrease in the price component of the search criteria. The system 10may also prevent an enrolled buyer 20 from increasing this pricecomponent after activation without requesting that the lender 40authorize or perform such a change. The buyer 20 may freely amend otherfields, such as number of bathrooms or neighborhood.

Institutional Hierarchy

The primary benefactors of the computerized system 10 are financialinstitutions who have numerous lenders 40 within their organization. Onesuch institution 300 is shown schematically in FIG. 3. This lenderinstitution 300 is divided into a business hierarchy, which in this casedivides the entire institution into four divisions 310. These fourdivisions 310, named East, West, South, and North, are each divided intoseparate regions 320. In FIG. 3, only the North division 310 is shownwith multiple regions 320, even though all divisions 310 are likely tohave separate regions 320 in an actual lender institution 300. Eachregion 320 is likely to contain a plurality of branches or offices 330,such as the First and Second Branches 330 shown as part of the ThirdRegion 320 in FIG. 3. Each branch 330 in turn is likely to hire aplurality of loan officers, who are the actual lenders 40 that makecontact with the sellers 30 and buyers 20 in the above examples.

In FIG. 3, Loan Officer 1 works for the Second Branch 330 of the ThirdRegion 320 of the North Division 310 of the Lender Institution 300. ThisLoan Officer 40 works with three real estate agents, who are the sellers30 of the above examples. The third seller 30 (labeled “Seller 3” inFIG. 3) has signed up three buyers 20 to be associated with that seller30 in the computerized system 10. Each of these three buyers 20 is alsoassociated with Loan Officer 1. The financial institution 300 willencourage all of their lenders or loan officers 40 to actively use thesystem 10 to work with sellers 30. If each lender 40 works with numeroussellers 30, and each of the sellers 30 encourages multiple buyers 20 touse the system 10, the financial institution 300 will soon have manyprospective buyers 20 using the system 10, with each buyer 20 beingconsistently reminded of the financial services provided by theinstitution 300.

The hierarchy shown in FIG. 3 is merely an example hierarchy for thepurpose of explaining the present invention. Other hierarchies arecommonly used in financial institutions and are well within the scope ofthe present invention.

Business Model and Planning Tool

FIG. 4 shows a four-unit business model 350 where each of the four units360, 370, 380, and 390 describe a separate source of increased revenueavailable as a result of using the computerized system 10. The maximumavailable income tool 355 helps to determine the maximum incomeavailable to the business unit without increasing overhead expenses.This tool 355 is described below in more detail in connection with FIG.10.

The first unit 360 of the planning tool 350 is designed to estimate theincome that will be returned to the financial institution 300 as aresult of working with new sellers 30. This is determined by multiplyingthe number of new closings per month associated with each seller 30(looking only at the typical closings developed by a single seller 30without assuming any improvement in the closing rates that might beobtained through use of the computerized system 10) by the number of newsellers 30 that may work with the lender as a result of the computerizedsystem 10 and the estimated income per closing.

The present invention also is able to track new income in the first unit360 that is associated with new affiliates or strategic business sources50 using the system 10. If a financial institution 300 were able toattract a large number of strategic business sources 50, these strategicbusiness sources 50 will naturally bring with them additional buyers 20into the system 10, which will in turn lead to an increase in closingsdone by the financial institution 300. For example, if a home inspectorcan typically bring four potential buyers 20 into the system 10 everymonth, it may be reasonable to assume one out of the four will lead to aclosing using the lender 40. Consequently, this first unit 360 includesnot only additional closings associated with new sellers 30, but alsoadditional closings associated with new strategic business sources 50using the system. The number of new closings expected for each newaffiliate (box “A” in FIG. 4) is assigned based on the type of affiliateand the experience of the financial institution 300 (or alternativelyupon the experience of all financial institutions using the system 10).

The second unit 370 relies upon “re-leveraging” sellers 30 that alreadydo business with the financial institution 300. The value obtained byre-leveraging sellers 30 is calculated by having the lender institution300 estimate a number of additional “hot closings” per re-leveragedseller 30 that would otherwise have been lost, and multiplying this bythe number of sellers that will be re-leveraged and the income to theinstitution 300 per closing.

The third unit 380 reflects the fact that each lender 40 using thesystem should be able to create more closings (“incubated closings”) byencouraging buyers 20 to use the system 10. The theory in this unit isthat the percentage of buyers 20 that use the lender 40 for closing willbe higher when those buyers 20 use this system 10 than the percentagewould be if the buyers 20 are informed about the lender 40 (such asthrough a business card provided by a seller 30) but do not use thesystem 10. To calculate this value, the number of participating sellersis multiplied by the number of buyers each seller 30 will enroll, whichin turn is multiplied by the improved conversion rate estimated by thelender institution 300 and by the income received by the institution 300per closing.

Finally, the fourth unit 390 reflects the fact that the use of thesystem 10 by the financial institution should increase the productivityof the loan officers 40, and therefore should aid in the recruitment ofmore loan officers 40. The potential value of this recruiting tool iscalculated by taking the minimum number of loans that are required bythe institution 300 from each loan officer 40, and multiplying this bythe number of loan officers that have been recruited based on theavailability of the system 10 and the income per closed loan asestimated by the lender. The total potential income increase to theinstitution 300 is calculated by adding the four units 360-390 together.

A manager of the local branch 330 is generally assigned theresponsibility for inputting certain values into the various units360-390 of the planning model 350 as business objectives or goals. Thesefour goal items are shaded on FIG. 4, along with item “F” which is thesum of items “B” and “E”.

The present invention allows a manager to track the goals found in thefour units 360-390 directly against real-world values relating to theuse of the system 10. Feedback on meeting plan goals can be providedevery time a manager logs into the system 10. In addition, the presentcomputerized system 10 allows individual business plans for branches 330to be aggregated together to form a plan for regions 320, divisions 310,or even the entire institution 300. Information from all branches 330 ina region 320 is “rolled-up” for the benefit of the manager of thatregion 320. This information is made available not only to the managerof each region 320, but also to the manager of each division 310, aswell as to those individuals that are responsible for the performance ofthe entire institution 300. By rolling this data up to the differentlevels of the institutional hierarchy, a powerful management tool iscreated that allows managers to see live performance data for thehierarchy levels and individuals that they manage.

The business model 350 shown in FIG. 4 is appropriate for an entirefinancial institution 300, or for any level manager in the institution300. With the exception of the fourth unit 390, the model 350 is alsoappropriate for individual loan officers 40. Consequently, in oneembodiment of the present invention an individual manager of a localbranch 330 will task the individual loan officers 40 with creating theirindividual goals for boxes B, E, and G of plan 350. While the managermay not accept the aggregate of these goals for their own branch-levelplan, the manager now has the ability to compare the results tracked bythe system with the goals of each individual loan officer 40. The system10 can also give feedback to each loan officer 40 on how their currentnumbers relate to the goals in their individual business model.

Since the agent 30 is also a frequent user of the system 10, it may beappropriate to modify the business plan 350 for the needs of the agent30 (or for the needs of a broker employing multiple agents 30 asexplained below in connection with FIG. 11). In examining the businessplan 350, the most relevant information appears in boxes G, H, and C (asshown in the middle three boxes of the third unit 380). Thus, while sucha business plan can be created, it will require as a goal only a numberfor expected new buyer enrollments, which will then be multiplied by theconversion rate and the seller's expected income per closing (i.e., C′).This number is the expected increase in agent income 382 associated withuse of the system 10. This figure can be used along with the new buyerenrollment goal to give an agent 30 a business plan against which theircurrent performance can be measured.

Management Page

Basic Tools

The present invention presents this information and additional resourcesto these managers through a management portal to the system 10 such asmanagement page 400 shown in FIG. 5. This page 400 represents the typeof information that may be useful to a manager of a branch 330, region320, division 310, or any other hierarchy level in a financialinstitution 300.

The management page 400 includes the ability of a manager to access andchange personal information about herself or himself by following link402. In addition, the page contains a marketing tool 404 for the managerto access training materials to train people on the system 10. Inaddition, the marketing tool 404 preferably provides marketing materialsthat can be used to market the services of the financial institution300. These marketing materials can be added to the system 10 by thefinancial institution 300 to allow managers and lenders 40 to quicklydevelop an automated marketing campaign. Since the contact informationfor buyers 20, agents 30, and strategic business sources 50 are alreadyin the system 10, the marketing tool can be programmed to both generateand electronically deliver marketing materials to a selected targetaudience. Furthermore, the marketing tool 404 can be linked to apublishing or fulfillment house that can both prepare physical marketingmaterials and also deliver the materials to the intended recipients. Forinstance, as explained below the present invention is capable oftracking certain information relating to closings of buyers 20 that usethe lending services of the lending institution 300. This informationmay include the interest rate of the loan given to the buyer 20. Themarketing tool 404 would allow a manager or lender 40 to select thosebuyers 20 who have a loan interest rate that is above the currentinterest rate to be the recipients of an automated marketing campaign.This campaign would inform these selected buyers 20 of the low currentrates and the refinancing services of the lending institution 300.

The management page 400 can also include a calendar/activity tool 460.This tool allows the manager to use the page 400 to plan and scheduleevents and meetings that are designed to help an individual meet theirgoals as established in the business model 350. This can be done througha traditional calendar/to-do list interface that indicates when certainevents should take place. For instance, a manager may haveresponsibility for having periodic meetings with their loan officers 40or lower level managers. It may also be important for a branch managerto have biannual meetings with all of the sellers 30 and strategicbusiness sources 50 that are associated with their branch. Thesemeetings could be automatically scheduled in the calendar, withflexibility that would allow the manager to reschedule the meetings asappropriate. Alternatively, these meetings could appear on a monthly todo list to ensure that they take place every month. Invitations to themeetings could be sent through the system 10. Furthermore, the systemcould require that the manager confirm that the expected event actuallytook place. In the preferred environment, the calendar/activity tool 460not only tracks that the responsibilities took place, but also requestsinput from the manager on the success of the activity. For instance, ifa monthly agent focus meeting is expected, the system 10 will prompt themanager to input the number of agents that attended the meeting. Thesystem may also request that the manager complete a monthly report ofexpected activities, including such information as the number ofrecruiting interviews conducted by the manager in that month. Bymonitoring when these activities took place and how successful theywere, managers that are higher up in the hierarchy of the lendinginstitution 300 will be able to monitor their manager's compliance withestablished goals.

In addition to these basic links, there are four primary tools presentedthrough the management page 400, namely recruiting tool 420, contactprompting tool 440 for contacts to be made by the manager, anorganizational chart tool 500 containing information about hierarchylevels and the individuals being managed by the manager, and planningmodel information tool 600. Each of these tools 420, 440, 500, and 600can be shown on the main management page 400 with some summaryinformation as shown in FIG. 5. Alternatively, the management page 400can simply provide links to separate pages that provide the manager withadditional information and options dealing with each tool 420, 440, 500,and 600. As a third embodiment, the management page 400 could focus inon only one important tool, such as the organizational chart tool 500,and merely include links to all of the other tools 420, 440, and 600. Inaddition, although these tools 420, 440, 500, and 600 are describedseparately in this description of the present invention, it would bewell within the scope of this invention to combine some or all of theinformation and options available within the separate tools into asingle common interface. For example, the organizational chart 500 isdesigned to provide certain types of information about hierarchy levelswithin the financial institution 300. This chart 500 could optionallyinclude information down to the individual level, with prompts forindividual contacts that are shown within tool 440 in FIG. 5.Furthermore, while planning model information 600 is shown as a separatetool, it too could be combined with the information found in theorganization chart 500. Finally, while prompts and prospective recruitinformation are shown in the recruiting tool 420, it would be possibleto combine this information and prompts within the prompts for contactstool 440. Consequently, while these tools 420, 440, 500, and 600 areconsidered separate features of the management page 400 in thisdescription, the combining of several tools together or the removal ofother tools from the management page 400 should still be consideredwithin the scope of the present invention.

Recruiting Tool

Loan officer recruiting is an integral part of the fourth unit 390 ofplanning tool 350, and is a key component to increasing the productivityof the financial institution 300. The recruiting tool 420 is designed toallow managers at any level of the financial institution 300 to directlymonitor and participate in the recruitment of loan officer candidatesinto the financial institution 300. In addition, this tool 420 can beused to recruit managers that would work under the recruiting manager.

The recruiting tool 420 in its simplest form is a database of candidatesthat are not currently employed by the financial institution 300 buthave been selected as recruiting targets by the manager. The databasecontains the candidate's name 422, current employer 424, plannedposition in the financial institution 428, contact information, priority(such as hot, warm, cold), notes, and prior contact information.Furthermore, the system is able to roll-up recruiting information tomanagers higher up in the hierarchy of the financial institution 300.This allows a regional manager to spot potential issues, such as whentwo branch managers are recruiting the same candidate. This ability alsoallows a higher-level manager to spot trends in the institution's lenderrecruiting practices, including a heavy emphasis on candidates currentlyemployed by a single competitor. In addition, the recruiting tool 420includes prompts 426 that indicate when the manager should contact theprospective candidate. Ideally, the system 10 will track the last timethat the candidate was contacted, and will prompt the manager to makeregular contact with the candidate. In the preferred embodiment, theresponsibility to contact a candidate can alternate between two or moremanagers. For instance, the system 10 could prompt for weekly contactsfrom a manager, with three out of four contacts coming from the branchmanager, and one out of four contacts coming from the regional manager.This division of contact responsibility would automatically be handledby the system 10, prompting each manager when it is their turn tocontact the candidate much like is described above in connection withlender 40 and seller 30 contacts with a buyer 20. Upon selecting theprompt 426, the system preferably opens a notes page in which themanager can track notes about the candidate or send an e-mail to thecandidate. In the preferred embodiment, the branch manager is encouragedto maintain a list of ten potential candidates in the lender recruitingtool 420.

Contact Prompting Tool

The contact-prompting tool 440 is a tool designed to centralize all ofthe contact responsibilities of the manager into a single place. In thepreferred embodiment of the system 10, a manager may be expected to makeregular contacts with prospective candidates, as described above inconnection with the recruiting tool 420. In addition, a branch managermay be responsible for contacting existing loan officers 40 andlower-level managers every week to discuss their progress with thesystem 10, and for contacting enrolled sellers 30 and strategic businesssources 50 twice a month to thank them for their business and toencourage their use of the system 10. Similarly, a regional manager maybe expected to send e-mails to all sellers 30 working in their regionevery other month. Such regular contacts can be easily programmedaccording to the desire and preferences of the financial institution300. As explained previously, the system 10 manages such contacts bytracking when the next contact is due, and then prompting theresponsible party to make the contact at the appropriate time. Thesharing of the responsibility to contact a person between two differentusers of the system 10 is also easily programmed into the contactprompting tool 440. Because of the hierarchical nature of the presentinvention, managers at any level of the institution 300 can be promptedto contact lower level managers as well as those lenders 40, sellers 30,and buyers 20 that are associated with their section of the hierarchy.

In addition to regularly timed contacts, the system 10 is designed tomonitor the activities of individual users and to track statisticsassociated with specific entities within the hierarchy of the financialinstitution 300. The system 10 can then be programmed to automaticallytrigger certain communications from managers based upon the monitoredactivities and statistics. For instance, system 10 can be programmed tohave a manager contact an individual in the following circumstances:

Who to Contact Circumstances Branch Manager Hiring of new loan officerBranch Manager Meeting goal in any unit of financial plan Loan OfficerLinking with new seller Loan Officer Linking with ten new sellers SellerBringing $10,000,000 of loans into the institution Regional Manager Hit60% of goal in hiring new loan officers Division Manager All brancheshave completed financial plan

These prompts allow the manager to recognize those individuals in theirarea of responsibility that have met certain milestones. In addition,these prompts provide a quick indicator of corporate success inimplementing the system 10 and the financial plan 350. While it isgenerally preferable to have such triggers be based on positive results,it is also possible to have triggers indicate that a contact is neededwhen goals are not being met. For instance, if a branch has not yetcompleted its financial plan 350 or has not had the expected monthlymeeting with their lenders 40 (as indicated by the calendar module 460),the regional manager could be prompted to remind the branch manager todo so. Alternatively, the system could track those lenders 40, sellers30, and managers who do not make their prompted contacts when the system10 requests, or who regularly fail to complete a certain percentage ofprompted contacts. In these circumstances, an e-mail from a superior maybe useful to remind them of the importance of completing the promptedcontacts.

The managers of the system 10 can easily program these prompts byfollowing link 442. The prompting rules can be established so that theyare uniform throughout a financial institution 300. When more than oneinstitution is being serviced by an application service provider, it iseven possible that the prompting rules can be made uniform acrossmultiple financial institutions 300. Alternatively, the system 10 can bedesigned so that each manager can customize their prompts to moreclosely match their management style. In one embodiment, an institution300 creates a uniform set of prompting rules, and each manager is givenlimited flexibility to change a subset of those rules.

It is possible to use these same trigger rules to present messages tothe manager that do not require a contact to be made with anotherindividual. In this way, the system 10 could be programmed toautomatically remind an individual to perform a task, or to have thesystem 10 notify the branch manager automatically when a goal in one ofthe units 360-390 of their business plan has been met. While thesenotices could be programmed in much the same way as the prompts forcontacts 440, the notices would not have to appear within this tool 440,but could appear elsewhere on the management page 400.

In addition, trigger rules can be used to prompt contacts with buyers20, sellers 30, or strategic business sources 50. For instance, if abuyer 20 had been enrolled but had not made any use of the system 10 fora certain period, a prompt could be made to the seller 30 or lender 40to contact the buyer 20 to answer any questions the buyer 20 may have.In this way, prompts to contact buyers 20 can be based both upon timingconsiderations and upon the occurrence of particular events.

Organization Chart

The organizational chart tool 500 is designed to provide the manager anoverview of their portion of the institutional hierarchy. Theorganizational chart 500 shown in FIG. 5 includes data about the entireinstitution 300, including all four divisions 310 and all regions 320and branches 330. A manager of a particular division 310 would likely beallowed to see only data related to their division 310. The organizationchart 500 is presented in the manner of a collapsible outline, startingwith the highest level of the institutional hierarchy visible to themanager. In this case, the entire institution 300 is at the top of thetool 500. Underneath this are listed the four divisions 310: East, West,South, and North. In the preferred embodiment, it is possible to expandand contract each level of the hierarchy so as to show only the data ofinterest to the manager. Collapsed items may include a plus (“+”)character next to them. Clicking on this character will expand thatitem. Expanded items may have a minus (“−”) character, which is used tocollapse that item. In FIG. 5, the East, West, and South Divisions 310are collapsed, while the North division 310 is expanded. The NorthDivision 310 includes two regions 320 (First and Second), both of whichare collapsed. A non-hierarchical view of the organization chart 500 isavailable by following link 506. This view lists all levels of thehierarchy, and allows the levels to be sorted according to the datacolumns found in the organization chart 500.

Each expanded level of the organization chart tool 500 includesinformation about how that level is meeting the goals of the businessplan 300. In particular, the tool 500 shows a count of new lenders orloan officers 40, sellers 30, strategic business sources 50, and buyers20 that are added to the system 10 in several time frames. The timeframes are preferable the current week, month, and year, and the lastweek, month, and year, and the total for the system to date (althoughFIG. 5 shows only the current week, month, and year, last year, and thetotal for the system to date). In the preferred embodiment, the entriesfor lenders 40, sellers 30, and strategic business sources 50 arefurther divided into three parts according to the following structure:

TOTAL (NEW|EXISTING)

The reason that the numbers are divided in this way is that it lets themanager distinguish between people who are new to the financialinstitution 300 and those existing loan officers 40, sellers 30, andstrategic business sources 50 who have started to use the system 10. Thedistinction between new and existing sellers is important in determiningwhether the goals of the business model 350 are being met. This isbecause element “B” relates to new seller and strategic business sourcerelationships and element “E” relates to sellers that already work witha lender 40 or the institution 300 but have just begun to use the system10. In addition, item “J” relates only to new loan officers 40 that arenow using system 10 and not to pre-existing loan officer employees whohave started to use the system 10.Lists

As seen in FIG. 5, the organizational chart tool 500 is a useful tool toreach other information about the performance of a financial institution300. By clicking on the “Lenders,” “Sellers,” or “SBS” labels 502 in theorganizational chart 500 (FIG. 5), the management page 400 will switchto a filterable lender list 510, seller list 520, or strategic businesssource list 530, respectively. The relationship of these lists 510, 52,530 to the organizational chart tool 500 is shown in FIG. 6.

The lender list 510 is shown in more detail at FIG. 7. As seen in thatfigure, the list contains the following information for each lender 40:their name, branch, contact information, enrollment date, total count ofactive buyers 20 in the system associated with that lender 40, thepipeline amount equal to the loan value estimated for all of the activebuyers 20, the count of sellers 30 associated with that lender 40, and aplurality of links in the form of icons. The buyer count and pipelinestatistics refers to active buyers, which in this context includesbuyers 20 actively using the system 10 as well as pending buyers 20 thathave been placed into the system 10 but have not yet been activated bythe system 10. The seller count includes a total value, as well assub-values for new and existing sellers. The links include links toadditional pages about this lender 40. In the preferred embodiment, thelinks include a link to history log page that shows login times andactivities for this lender 40. Additional links include a link to aseller list 520 listing the sellers 30 associated with this lender 40, alink to the main home page 180 for this lender, and a link to a report560 for this lender 40.

The seller list 520 (FIG. 8) and strategic business source list 530(FIG. 9) are very similar to the lender list 510, but includesinformation about a particular seller 30 or strategic business source50. In addition, the seller count field is replaced with a listing ofthe loan officer 40 associated with each seller 30 or strategic businesssource 50. Finally, the buyer count fields in lists 520, 530 are dividedinto three numbers representing the total buyer count, the count ofbuyers enrolled in the last month, and the count of buyers enrolled inthe last three months.

There is also a branch list 580 that lists all the branches 330 in thefinancial institution 300 and their managers. The branch list 580 isavailable by following link 504 on the main section of the organizationchart tool 500. The branch lists contains fields similar to the lenderlist 510, with the addition of a field indicating the number of newlenders 40 that have been recruited at that branch 330. The branch list580 also includes a link to a page 540 showing the business model 350data for that branch 330, and a link to a data entry page 550 for eachunit 360-390 that allows a manager to complete all elements of thebusiness model 350 for that branch 330.

Each of the lists 510-530, 580 includes the ability to filter the listsaccording to filter criteria that relates to displayed data columns andis entered at fields 512, 522, and 532. In addition, the preferredembodiment includes the ability to send broadcast e-mails to selectedmembers of any list. This is accomplished by providing a checkbox nextto each entry on the list. The manager checks the desired recipients (orthe “select all” button 514, 524, 534), and then sends a broadcaste-mail to all checked parties by clicking on button 516, 526, or 536.The content of the e-mail can be chosen from a stored message database,or can be custom created.

The report page 560 can be accessed simply by clicking on one of thelinks next to a lender 40, seller 30, strategic business source 50, orbranch 330 on the lender list 510, seller list 520, strategic businesssource list 530, or branch list 580 pages. Alternatively, a search page570 could be used to customize a report. In the preferred embodiment,particular reports can also be saved on the search page 570, such aswhole-institution reports or division-level reports. The actual reportpage 560 contains additional details about lenders 40, sellers 30,strategic business sources 50, and organization entities within thefinancial institution 300. FIG. 6 shows the type of informationavailable on the report 560, including buyer enrollment numbers,pipeline figures, active buyer percentages, associated sellers 30,lenders 40 recruited, and active lender percentages. Some of thisinformation is not appropriate for sellers 30 (such as associatedsellers) while other information is appropriate only for entities and isnot appropriate for sellers 30, lenders 40, or strategic businesssources 50 (such as new lenders recruited or active lender percentages).Where such data is not appropriate, the field is left blank as shown inFIG. 6.

The report 560 preferably contains more detailed columns for data thanthat shown in FIG. 6. For instance, the preferred embodiment report 560contains nine different buyer enrollment columns (to date total, to dateactive, enrolled pending activation, this week, last week, this month,last month, this year, and last year). In addition, the active usagepercentage column is preferably divided into percentages of buyers whohave: i) logged in ever, ii) logged in within the last seven days, iii)have items in their notebooks, and iv) have saved items in theirnotebooks in last three days. Similarly, the associated sellers andlenders recruited column can be divided into the same types ofcategories as the buyer enrollment column, and can even be furtherdivided into new sellers 30 versus existing sellers 30 and newlyrecruited lenders 40 versus existing lenders 40. In addition, the activelender percentage can be divided into the percentage of lenders thathave logged into the system 10 in the last seven days and the percentageof lenders 40 who have made their black dot calls this week. Finally,the report 560 can also include an indication as to whether a particularbranch 330, lender 30, seller 20, or strategic business source 50 iscompleting the processes expected by the system 10. For instance,lenders 30, sellers 20, and strategic business sources 50 are allexpected to contact their appropriate individuals when prompted by thesystem 10. Since the system tracks these prompts and the resultingcontacts, the report could indicate whether these contacts are takingplace and whether they are taking place in a timely manner. If thereport indicates that a lender is never making their prompted contacts,a manager can investigate why this is so. Alternatively, if an entirebranch is not making the prompted contacts, or if branch meetings arenot being regularly held, the report could provide this information tomanagers higher up in the financial institution hierarchy.

Planning Model Tool

The planning model tool 600 is shown in more detail in connection withFIG. 10. This tool 600 can provide an overview 610 for the manager oftheir goals as set forth in the business plan 350, including theiractual performance in these areas and how their actual performancecompares to their goals. This information is presented originally insummary fashion, such as in the dollar value totals 610 for each unit360-390. More detailed information is presented in the detail pages620-626, which describe the goals and actual performance for each unit360-390 of the plan 350. Each of these detail pages 620-626 containsinformation about the values shown in FIG. 4 that are relevant for theparticular unit 360-390. A detail total planning page 628 contains allthe information from the other detail pages 620-626 in a single page.

In the preferred embodiment, none of these detail pages 620-628 allowthe manager to change the goals or other values that were entered whenthe business model 350 was created. To do that modification, the managerenters the worksheet data entry page 550 through the branch list 580, asexplained in connection with FIG. 6. This is because all goal planningfor the business model 350 is made on a branch 330 by branch 330 basis.Of course, it is well within the scope of the present invention to allowthe manager to directly edit the numbers for a particular branch withouthaving to pass through the branch list page 580. This would beaccomplished by providing a mechanism to select a branch for editingfrom the detail pages 620-628.

The planning model tool 600 also includes a worksheet 640 that isdesigned to determine the maximum income available without increasingoverhead expenses. The worksheet asks each branch manager to estimatethe maximum number of closings in a time period that can be accomplishedat the branch based on existing operations and costs. When this iscompared with the current number of closings at the branch, thedifference can be multiplied by the income to the institution per closedloan (item “C” in FIG. 4) to calculate the branch's shortfall from themaximum income amount available. In the preferred embodiment, thisworksheet is presented to the manager on the main portion of planningmodel tool 600. Alternatively, this worksheet 640 can be accessible by alink from the planning model tool 600. Since this worksheet 640 formspart of the business plan 350, and is preferably completed beforecompleting any of the individual units 360-390, it is shown in FIG. 4above each of these units 360-390 as tool 355.

Predictive Qualitative Analysis

One of the primary purposes of the system 10 is to encourage buyers 20to select the lender 40 to provide financing for purchasing theirdesired house or other item. Ideally, the system 10 tracks when a buyer20 elects to use the lender 40 for their purchase. By obtaining thisinformation, the financial institutions 300 are able to analyze thelevel of success they are having by using the present system 10. Thesystem 10 encourages the lender 40 to provide information about theirclosings by having this reporting be a normal part of their use of thesystem 10. This occurs by having the lender interface into the system 10include the ability to enter closing information for all of the buyers20 that are working with the lender 40. Information about the percentageof buyers 20 that close with a lender can be provided to managers in thereports 560 shown by the system. Nonetheless, this process alone willlikely miss some closings made by a lender 40 for an affiliated buyer20. Consequently, the system 10 also provides an incentive for the buyer20 to report data on a loan closing with their affiliated loan officer40. For example, when a buyer 20 self-reports a closing with a lender40, the system 10 can request a fulfillment center to send a gift (suchas a store gift card) to the buyer 20 on behalf of the lender 40. Byinforming the buyer 20 of this opportunity, the buyer 20 will haveincentive to provide the closing data to the system 10.

One of the benefits that is derived from using the present system 10 isthat a great deal of information is generated about the behavior ofbuyers 20, sellers 30, lenders 40, and strategic business sources 50.This data can be analyzed statistically in order to allow managers of alending institution 300 to predict the outcomes of certain activities.For instances, if information about the loan closings that lenders 40performed for buyers 20 is successfully tracked, then overall statisticscan be generated about the percentage of buyers 20 that develop intoincome producing clients for the lending institution 300. Thisinformation can be fed back into the planning model to improve theaccuracy of the model. Furthermore, the efficacy of certain lender 40behaviors can also be tracked. For instance, this analysis could answersquestions such as:

-   -   1) is it helpful for the system 10 to prompt the lender 40 to        make frequent contact with the buyer 20, or are frequent        contacts counterproductive?    -   2) do agents 30 that fail to complete their prompted        communications with the buyer 20 add significantly to the number        of closings for a lender 40, or should these agents 30 be        removed from the system 10?    -   3) given certain activities of the buyer 20, how likely is it        that a particular buyer will close within 30, 60, or 90 days?    -   4) given the activities of all of the buyers 20 in the system,        how many buyers 20 in the pipeline will close in 30, 60, or 90        days?

Alternative Embodiment

The above description of the management page 400 describes how thepresent invention can be used by managers of a financial institution 300to track their progress toward goals set forth in a business plan 350.In an alternative embodiment to the present invention, a similarmanagement page is provided for managers of sellers 30 that utilize thecomputerized system 10. Just as the financial institution managementpage 400 was based upon a business model 350, the seller management pageis based on a seller-oriented business model 700 as shown in the tableof FIG. 11.

The first unit 710 of this model 700 calculates the potential revenue tothe seller institution due to additional contact conversions resultingfrom the use of the present invention system 10. The seller manager isrequested to input a goal for the number of new buyer enrollments thatwill be made per month (value “A” in unit 710). This number can be inputas a single number for an entire seller institution branch, or can bebased upon a per-seller (i.e., per-agent) number that is then multipliedby the number of sellers at that branch. This number is then multipliedby a given percentage of enrolled buyers who typically close with theseller 30. The total of A times B is then multiplied by the averagerevenue per closing for the branch (“C”) to determine the totaladditional revenue for Unit 1.

The second unit 720 of model 700 calculates the revenue that can beobtained by a seller organization by recruiting new sellers 30. Sinceaccess to the system 10 is a valuable recruiting tool, this unit letsthe seller manager place a dollar value on this benefit. Item “D” is thegoal value for the number of new sellers that will be recruited. Thisnumber is then multiplied by the number of buyer side closings typicallyexpected per seller (“E”) and the average revenue to the sellerinstitution per closing (“C”) to obtain an revenue value for the secondunit 720.

As was the case with the Lender business model 350, the seller businessmodel has goal values in each unit 710, 720 that can be compared overtime to actual values. These goals are the values “A” and “D,” which areshaded in FIG. 11. The system can track performance of various levels ofhierarchy in the seller institution as compared to these goals, and canshow this comparison as numbers or as dollar values calculated as setforth in business model 700.

The management page for managers in seller institutions is very similarto the management page 400 described above for managers of financialinstitutions 300. The planning model summary 600 would show the variouselements of the seller business model 700, but would otherwise be thesame as described above for the financial institution business model350. The contact prompts described in connection with section 440 abovecould be similarly arranged for the manager of a seller institution. Asfor the loan officer recruiting information 420, the seller manager pagewould set forth seller-recruiting information. The organizational chart500, lists 510, 520, and reports 560 presented to the financialinstitution manager would also be useful for the seller manager.However, it is likely that information about lenders 40 would beexcluded, leaving only information about the seller institutionhierarchy, individual sellers 30, and buyers 20.

In this way, the present invention could provide management levelinformation to managers of both financial institutions 300 and sellerinstitutions. This ability greatly increases the usefulness of thecomputerized system 10.

The present invention has now been described with reference to severalembodiments. The foregoing detailed description and examples have beengiven for clarity of understanding only. Those skilled in the art willrecognize that many changes can be made in the described embodimentswithout departing from the scope and spirit of the invention. Thus, thescope of the present invention should not be limited to the exactdetails and structures described herein, but rather by the appendedclaims and equivalents.

What is claimed is:
 1. A computerized method for allowing mortgagelenders to act as a gateway to a computerized system that provides realestate listing information, the computerized method comprising: a)creating in an electronic database in the computerized system thefollowing database records: i) buyer records, ii) agent records, iii)strategic business source records, and iv) lender records; b) creatingassociations in the electronic database by creating databaserelationships that associate: i) a selected buyer record with a selectedagent record, ii) the selected agent record with a selected lenderrecord, and iii) a selected strategic business source record with theselected lender record; c) storing financial information and buyersearch criteria for the selected buyer record in the electronicdatabase; d) providing i) a selected buyer interface to the computerizedsystem to a buyer identified by the selected buyer record, ii) aselected lender interface to the computerized system to a lenderidentified by the selected lender record, and iii) a selected strategicbusiness source interface to the computerized system to a strategicbusiness source identified by the selected strategic business sourcerecord; e) withholding access in the selected buyer interface to desiredreal estate listing information until the selected buyer record isactivated; f) presenting, through the selected lender interface, thefinancial information for the selected buyer record; g) receiving,through the selected lender interface, a request to activate theselected buyer record, wherein the selected buyer record cannot beactivated except through the selected lender interface; h) activatingthe selected buyer record after receiving the request to activate; andi) after activation of the selected buyer record, granting access to thedesired real estate listing information to the selected buyer interface.2. The method of claim 1, wherein the selected strategic business sourceinterface receives buyer information stored in the selected buyer recordof the electronic database.
 3. The method of claim 1, wherein, withinthe database, a plurality of buyer records are associated with aplurality of agent records, and a plurality of agent records areassociated with a plurality of lender records, wherein each agent recordis associated with only a single lender record and further wherein eachbuyer record is associated with only a single agent record.
 4. Themethod of claim 3, wherein, within the database, a plurality ofstrategic business source records are associated with a plurality oflender records, wherein each selected strategic business source recordis associated only a single lender record.
 5. The method of claim 4,wherein a separate strategic business source interface is provided foreach strategic business source identified by the plurality of strategicbusiness source records, and further wherein each of the separatestrategic business source interfaces includes an ability to create newbuyer records, with each new buyer record created by a particularstrategic business source interface automatically being associated inthe database with the particular strategic business source recordassociated with the particular strategic business source interface, andfurther wherein each new buyer record is also associated with thatlender record associated with the particular strategic business sourcerecord.
 6. The method of claim 3, further comprising withholding accessin each buyer interface provided to one of a plurality of buyersidentified by the plurality of buyer records until the buyer record forthat buyer is activated.
 7. The method of claim 6, wherein a particularbuyer record can only be activated through a particular lender interfaceassociated with a particular lender record, wherein the particularlender record for the particular buyer record is determined by: i)determining a particular agent record associated in the database withthe particular buyer record, and ii) assigning the particular lenderrecord to be that lender record associated in the database with theparticular agent record.
 8. The method of claim 1, wherein a first andsecond plurality of strategic business source records are linked with afirst and second agent record respectively, and wherein the first andsecond agent records are linked with a single lender record, whereby thefirst and second plurality of strategic business source records arelinked to the single lender record through links to the first and secondagent records.
 9. The method of claim 8, wherein any new buyer recordsassociated with one of the strategic business source records in thefirst and second pluralities of strategic business source records isassociated in the database with the single lender record.
 10. A computerfor allowing a mortgage lender to act as a gateway to a computerizedsystem that provides real estate listing information to a buyer workingwith a real estate agent comprising: a) a processor operatingprogramming instructions, and b) a tangible computer readable mediumcontaining programming instructions for the processor, the programminginstructions comprising: i) programming for creating in an electronicdatabase operated by the computer the following database records: (1)buyer records, (2) agent records, (3) strategic business source records,and (4) lender records; ii) programming for creating associations in theelectronic database by creating database relationships that associate:(1) a selected buyer record with a selected agent record, (2) theselected agent record with a selected lender record, and (3) a selectedstrategic business source record with the selected lender record; iii)programming for storing financial information and buyer search criteriafor the selected buyer record in the electronic database, iv)programming for providing: (1) a selected buyer interface to thecomputer to a buyer identified by the selected buyer record, (2) aselected lender interface to the computer to a lender identified by theselected lender record, and (3) a selected strategic business sourceinterface to the computer to a strategic business source identified bythe selected strategic business source record; v) programming that: (1)withholds access in the selected buyer interface to desired real estatelisting information until the selected buyer record is activated; (2)presents, through the selected lender interface, the financialinformation for the selected buyer record; (3) receives, through theselected lender interface, a request to activate the selected buyerrecord, wherein the selected buyer record cannot be activated exceptthrough the selected lender interface; (4) activates the selected buyerrecord after receiving the request to activate; and (5) after activationof the selected buyer record, grants access to the desired real estatelisting information to the selected buyer interface.
 11. The computer ofclaim 10, further comprising programming for creating associations inthe electronic database by creating database relationships thatassociate a plurality of buyer records with a plurality of agent recordsand a plurality of agent records with a plurality of lender records,wherein each agent record is associated with only a single lender recordand further wherein each buyer record is associated with only a singleagent record.
 12. The computer of claim 11, wherein, within thedatabase, a plurality of strategic business source records areassociated with a plurality of lender records, wherein each selectedstrategic business source record is associated only a single lenderrecord.
 13. The computer of claim 12, further comprising programming forproviding a separate strategic business source interface for eachstrategic business source identified by the plurality of strategicbusiness source records, and further wherein each of the separatestrategic business source interfaces includes an ability to create newbuyer records, with each new buyer record created by a particularstrategic business source interface automatically being associated inthe database with the particular strategic business source recordassociated with the particular strategic business source interface, andfurther wherein each new buyer record is also associated with thatlender record associated with the particular strategic business sourcerecord.
 14. The computer of claim 11, further comprising programmingthat withholds access in each buyer interface provided to one of aplurality of buyers identified by the plurality of buyer records untilthe buyer record for that buyer is activated.
 15. The computer of claim14, further comprising programming that allows a particular buyer recordto be activated only through a particular lender interface associatedwith a particular lender record, wherein the particular lender recordfor the particular buyer record is determined by: i) determining aparticular agent record associated in the database with the particularbuyer record, and ii) assigning the particular lender record to be thatlender record associated in the database with the particular agentrecord.